Sales Development Representative

Waystone leads the way in specialist services for the asset management industry.

Partnering with institutional investors, investment funds and asset managers, Waystone builds, supports and protects investment structures and strategies worldwide.

With over 20 years’ experience and a comprehensive range of specialist services to its name, Waystone is now serving assets under management in excess of $2Tn.
Waystone provides its clients with the guidance and tools to allow them to focus on managing their investment goals with confidence.

Summary: Reporting to the Global Growth Director, the Sales Development Representative – APAC will be an integral part of the team’s success. In the role you will be responsible for:

• Inbound Leads prioritised, qualified & assigned within 24 hours. Same-day outreach: discovery calls, BANT qualification. Nurture with tailored content; handoff qualified MQLs to BD team
• Target Account Outreach with ICP-based lists through tools such as Hubspot. Personalised multi-touch sequences in HubSpot (email, LinkedIn, calls) to pipeline, Closed Lost and target accounts
• Pipeline Nurturing including assisting with ddvertising & outreach to pipeline accounts, re-engage stalled accounts
• Track KPIs (engagement, velocity); ensure smooth BD handoffs and feedback loops
• The ideal candidate will have extensive experience in the business development process, business development systems, particularly Salesforce, and a deep understanding of the financial services industry.
• Within Waystone, we have a structure to support new revenue growth which includes defined roles for New Logo Business Development, Key Account Management, and Relationship Management (the “Commercial Team”). To support this overall structure, we have a defined Sales Operations team.
• The role of Sales Development Representative is an essential function to ensure that new business opportunities are being executed and sourced from both inside and outside the Waystone client base. These new business opportunities would include net new business, cross-sells and upsells across the APAC region, while also sometimes supporting other regions.

This is not a revenue target role, it is designated to deliver lead and opportunity development, for which there will be an opportunity target with relevant commission paid quarterly

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Stakeholder Management: Build and maintain strong relationships with key decision-makers within the Stakeholders.
• Prospect and Lead Generation: Identify and engage with potential clients through outbound outreach (calls, emails, Linkedin). Qualify leads and uncover new accounts, work with the commercial team on the proposals for qualified opportunities.
• Collaborate closely with Commercial Team – secure prospect meetings for the sales team on accounts that require technical support or demos. Support the commercial team by identifying key targets and expanding new client base.
• Liaise with the Client Servicing teams as first point of contact on internal upsell and cross sell opportunities: Triage upsell and cross sell opportunities to determine (i) can this be passed directly to Sales Ops for onboarding; (ii) does this require direct management from the Internal Sales function; or (iii) is this an opportunity which should be passed to New Logo Business Development or Key Account Management.
• Running opportunities that require direct management from the Inside Sales function: Understand the nature of the request from the Stakeholders / Client; lead or support external facing discussions with the client to scope out the opportunity; prepare proposal for the client; negotiate fees and services; execute on Salesforce & onboarding process (with support from Sales Ops as needed).
• Determine future upselling / cross selling opportunities: Through the Inside Sales process, role should strive to identify further opportunities for growth with the client, and assign a relevant member of the Commercial Team if considered worthwhile for medium / long term growth.
• Strategic Product Development: Work with the internal teams to implement strategic campaigns on agreed-upon ancillary services.
• Market Insight: Stay updated on industry trends, regulatory changes, and competitor activities.
• Performance Reporting: Provide regular updates on Inside Sales activities, revenue contributions, and client feedback using established methodologies for comprehensive reporting.

Experience:

• Sales and Commercial Experience: 3-5 years’ experience in sales within the financial services industry, with a successful executing and sourcing new business opportunities.
• Language: Fluent in Mandarin Chinese and English is required for this role.
• Industry Knowledge: Preferred but not essential, understanding of the asset management industry, including market trends, regulatory environment, and competitive landscape, is crucial for effectively positioning Waystone's services and staying ahead in the market.
• Communication and Negotiation Skills: Excellent communication, presentation, and negotiation skills, both written and verbal, to effectively engage with the Stakeholders and clients.
• Relationship Building: Extending and nurturing strong relationships with the Stakeholders.
• Ethical Conduct: Upholding high ethical standards in all interactions, reinforcing Waystone's reputation as a trustworthy partner in the industry.

Education:

• Bachelor's degree in Business Administration, Finance, or a related field